ViewPoint

JULY 19, 2017

And we need access to the buyer (usually the CMO or VP of Marketing or Sales) to keep things on track. The PointClear team of associates, managers and analysts needs to work closely and collaboratively with our day-to-day client contact. And to drive the leads needed to meet revenue goals.). With that scenario, everyone wins. Just ask!

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

ViewPoint

MAY 17, 2018

The frustration by the CMO stemmed from running various campaigns only to have sales either ignore the leads or complain loudly about lead quality. Do the math and you find that the five options the CMO presented to the VP of sales at the beginning of this post cost $.50, Companies (Three Contacts). Content Aggregator “Leads”.

Sales Qualified Leads 120

Sales Qualified Leads Buy Lead Scoring Lead Ranking 120

ViewPoint

MAY 5, 2017

In our open dialogue with InsideSales’ CMO Mike Plante we explore ways that inside sales rep productivity (code word for revenue) is shifting for the better. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. The host is Jim Obermayer.

Marketing AI 136

Marketing AI Marketing Analytics Tools Top of Funnel Enterprise Management 136

ViewPoint

JULY 26, 2018

Of course, one of the main reasons for doing the podcast is that the company wants to establish a thought-leadership position for the CMO and the company. Of course, Jane will check the program content to see if any of it can be used in an upcoming book by the CMO. and the audio.

Thought Leadership 120

Thought Leadership PointClear Case Studies Budget Programs 120

ViewPoint

OCTOBER 21, 2017

Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. The bottom line is that we trashed the entire list, built them a new, accurate list (for a fee) and the campaign results were excellent. Remember: Lists suck. List testing is cheap and a no brainer.

Marketing Automation Services 149

Marketing Automation Services Validation Broadcasting Deliverability 149

ViewPoint

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. Advice to CMO for 2012: Focus on Sales Enablement Efficiencies. Rich on Twitter: @richvancil.

Marketing Automation Services 120

Marketing Automation Services Planning Allocation CMO 120

ViewPoint

MARCH 29, 2017

Read this blog (published by CMO by Adobe) for more information about calibrating and validating marketing automation. The bottom line is that we trashed the entire list, built them a new, accurate list (for a fee) and the campaign results were excellent. Remember: Lists suck. List testing is cheap and a no brainer.

Marketing Automation Services 120

Marketing Automation Services Validation Broadcasting Deliverability 120

ViewPoint

MARCH 1, 2016

In fact, Aberdeen research shows that 60% of leads, on average, still come in through outbound marketing efforts – vs 40% from inbound.” ( From CMO Essentials). Per The Aberdeen Group: “Tele-prospecting is a valued complement to content marketing and inbound marketing and should be a component of any MQI-to-MQL Nurturing program.

ROI 159

ROI Lead Ranking Marketing Qualified Leads MQL 159

ViewPoint

DECEMBER 20, 2011

Karen Hayward , Executive Vice President and Chief Marketing Officer, CenterBeam Outsourcing Lead Generation: A CMO’s Perspective. Debbie Qaqish , Principal and Chief Revenue Marketing Officer, The Pedowitz Group Who is teaching the CMO how to sell?

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

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AUGUST 22, 2013

Every CMO wants a high-performance marketing team. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. High Performance Marketing: It’s Not What You Think.

PointClear 120

PointClear B2B Marketing Webcast Advertising Agencies 120

ViewPoint

JUNE 6, 2013

CMO Council study: Content has significant impact on buying process. Buyers have embraced collaboration with the advent of social and digital technologies, so marketers must consider internal as well as external members of collaborative networks which impact buying desisions. Via iMedia Connection.

B2B Marketing 120

B2B Marketing PointClear B2B Trade Show 120

ViewPoint

DECEMBER 19, 2012

My advice for marketing and sales CMO and CSO managers: Marketing Management: If you don’t have one, it is never too late to create a plan with a revenue goal. As we plan for the New Year, it’s time to stop following and start leading.

Forecasting 120

Forecasting Lock-In Leads Lead 120

ViewPoint

MAY 13, 2016

In that post I quoted a client and friend who at the time was CMO for a Fortune 100 company. Answer the questions: What do we sell? Who are we selling it to? A couple of years ago I wrote a blog for Salesforce.com about lead definition. 100,000 companies with up to three executive contacts—but with no email addresses.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

ViewPoint

MAY 23, 2013

Included in the four foundational elements are a joint CIO/CMO strategy; investment in the analytics staff, including marketing executives, strategists and users. Mark Emon of Marketing Profs advises that incorporating marketing analytics is vital in a time when "most marketing organizations are drowning in data and starving for information."

B2B Marketing 120

B2B Marketing BtoB PointClear B2B 120

ViewPoint

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness.

Social Media 120

Social Media Work Management Marketing Management Media 120

ViewPoint

JUNE 16, 2015

Mike Damphousse, founder, CEO and CMO of Green Leads and author of Smashmouth B2B Blog: Sales & Marketing Demand Gen places the focus on value: 1) The value of the inbound versus outbound lead; and 2) how far those leads are in the pipeline against the amount invested. However, these so-called leads really are not leads.

Lead Scoring 120

Lead Scoring Lead Ranking Cost per Lead PointClear 120

ViewPoint

OCTOBER 20, 2011

In one case, a CMO relayed that the sales force believed marketing automation would allow them to decrease outbound lead generation initiatives and would deliver large numbers of qualified opportunities.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation PointClear Automation 120

ViewPoint

DECEMBER 8, 2011

Chris Selland is CMO at Terametric , a company focused on maximizing marketing ROI by helping marketers capture and measure all their channel marketing data.

Merchandising 120

Merchandising Clickthrough Demand Generation Agencies ROI 120

ViewPoint

JUNE 10, 2016

James Thomas, Allocadia’s chief marketing officer, blogged on the IBM commerce site : “Never has it been tougher to be a CMO. CMOs are also tasked with growth and demand generation, while finding ways to deliver a cohesive story in a multi-channel environment. Marketing adds more value and performs better by having skin in the game.

Sales Qualified Leads 120

Sales Qualified Leads Planning Peer-to-peer Work Management 120

ViewPoint

OCTOBER 2, 2012

Rich Vancil, IDC, talked about the need to focus on sales enablement as his advice to CMO’s for 2012: Click to start video at this point —In response to a CMO asking him for one area to focus on for the balance of 2012, Rich recommends sales enablement.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

MARCH 6, 2012

In its first-ever global CMO survey , IBM found that nearly two-thirds of CMOs think that ROI will be the primary measure of the marketing function’s effectiveness by 2015. And for the specifics on how to go about it all, walk through this presentation by Eloqua on how to map content to the buyer’s journey.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MAY 3, 2012

I recommend to you an enlightening archived roundtable on this topic at Focus.com, The CMO’s New Revenue Metrics. Marketing must align its B2B lead generation activities and resources with deeper-in-the-funnel outcomes like conversions along with overall revenue generation.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

ViewPoint

APRIL 18, 2012

” Trip elaborates by noting that traditionally marketing’s objective was to hand over leads to sales and have some processes to ensure that the handover was right and that the sales leads were well qualified.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

APRIL 13, 2012

In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. He’s also been featured by Forbes, CMO Network, Mashable, Huffington Post, NPR, Financial Times, Adweek, and Reuters.

Work Management 120

Work Management Marketing Management Planning Paid Search Agency 120

ViewPoint

MAY 5, 2015

Andy Zimmerman , CMO at Evergage , is a proponent of personalization: The most effective programs for nurturing employ two key tactics: 1. Use the phone and snail mail to differentiate yourself. Develop a call list of important people daily. Send thank you notes. It’ll take just a couple minutes but it stands out, especially now.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Peer-to-peer 120

ViewPoint

JUNE 27, 2011

As a CMO, I always ask myself, what value I would really bring to managing this process in-house versus having on-demand access to expertise, operational excellence and data analysis that comes as part of a partner's complete solution.

Lead Generation 120

Lead Generation Lead Ranking Marketing Qualified Leads Sales Qualified Leads 120

ViewPoint

MAY 7, 2015

Case in point: I keynoted at a conference last year where another presenter was the CMO of a very large systems integration company. His lead nurturing program did precisely that. And the performance metrics underscored how successful that program was.

Lead Nurturing 120

Lead Nurturing Lead Ranking Lead Scoring PointClear 120